Session 1
8 September, 2025
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The purpose of the virtual meetings is to answer questions and not to make a summary of the study material.
This presentation is based on (Lewicki et al., 2024, Chapter 6)
Purpose
Perception is defined as the process by which individuals acquire information from their environment through the senses.
The distortions of the perception may occur when the impressions that are generated don’t reflect the real aspects of a situation.
Framing is a concept initially coined by (Bateson, 2000) and developed by (Goffman, 1986).
In general terms, this means that individuals have built mental filters throughout their lives that allow them to understand the world. In turn, these mental filters influence the decisions they make.
Example of how framing can change decisions depending on how information is presented (Tversky & Kahneman, 1981, p 453):
Problem 1 [N = 152]1: Imagine that the U.S. is preparing for the outbreak of an unusual Asian disease, which is expected to kill 600 people. Two alternative programs to combat the disease have been proposed. Assume that the exact scientific estimate of the consequences of the programs are as follows:
Which of the two programs would you favor?
Example of how framing can change decisions depending on how information is presented (Tversky & Kahneman, 1981, p 453):
Problem 1 and Problem 2 are equivalent but they are frame in a different way. This is why the majority choice in Problem 1 is Program A and for the Problem 2 is Program D.
In the field of negotiation you can also influence the perception of the counterpart through framing. An introduction to this topic can be found in (Shonk, 2020):
The study of cognitive biases in negotiation is focused on how negotiators make judgment errors or how can negotiators can mitigate or eliminate this errors to improve the decision making process.
Another approach is to use emotions as a strategic tool in negotiations9 by adjusting the negotiation stance based on the other party’s emotional state.
To my family that supports me
To the taxpayers of Colombia and the UMNG students who pay my salary
To the Business Science and R4DS Online Learning communities where I learn R and \(\pi\)-thon
To the R Core Team, the creators of RStudio IDE, Quarto and the authors and maintainers of tinytex for allowing me to access these tools without paying for a license
Number of people that participate in the experiment
Percentage of people that choose Program A
Percentage of people that choose Program B
Number of people that participate in the experiment
Percentage of people that choose Program C
Percentage of people that choose Program D
For a general cognitive bias taxonomy check out (Dimara et al., 2020)
For a general cognitive bias taxonomy check out (Dimara et al., 2020)
As a conflict negotiation professor I am quite bad at using this tool